Account Manager Job

Role Profile

The Account Manager is responsible for executing our business strategy at the customer level by enabling customer success and optimizing volume revenue and valueadd growth for Eastman. To effectively accomplish this the Account Manager must prioritize efforts across their territory generate demand through discovery to uncover unmet needs articulate compelling customer value propositions and develop account strategies which align with our business strategies. Approximately 50 travel is required for this role.

Responsibilities

Create develop and execute Territory Management Plan and account plans to ensure maximum business growth from the sales territory based on detailed analyses
Generate and develop sales leads within the sales territory to close new opportunities and achieve sales goals
Cultivate a network of relationships across the value chain and within the customer organization beyond procurement to develop new business; utilize consultative selling skills
Use effective techniques to protect and close new business ensuring sales order values meet sales targets
Use Opportunity Management processes to effectively prioritize track and drive sales opportunities that align with business strategy
Collaborate with internal resources to ensure opportunities are provided with the required resources to ensure timely funnel movement
Develop market / customer insight and identifies growth opportunities via customer and territory analysis and collaboration with internal / external partners
Effectively leverage CRM for documentation collaboration and analysis
Forecast based on customer insights market insights and opportunity progression to provide monthly volume guidance
Negotiate pricing and commercial terms of sales agreements (where applicable)
Tailor Value Propositions to ensure customer benefits are communicated and understood
Utilize public and business sources for competitive and customer information that allows a broader understanding of the market and uses this to expand sales within the territory

Enabling Competencies

Market Insight: Leverage market insights to guide decisions and determine what is right
Courage: Make courageous choices to innovate and accelerate value creation
Optimism: Optimistically focus on continual growth over a longerterm horizon
Bias for Action: Have a bias for action prioritizing issues and making sound decisions despite uncertainty or risk
Adaptability: Adaptable to market and customer opportunities quickly

Functional Skills and Capabilities

• Account Planning
• Account Penetration
• Customer Needs and Opportunity Assessment
• Opportunity Management
• Prospecting
• Targeting & Territory Management
• Call Planning
• Value Proposition Development and Reinforcement
• Negotiation
• Account Team Leadership
• Financial and Business Acumen
• Internal Communication and Teamwork
• Forecasting

Traits and Behaviors

• Passion for Selling: understanding and shaping customer and market behavior developing insights meaningful to customers success leveraging data and using a disciplined approach in key sales processes
• Tenacious: pursues goals with energy seldom gives up always looks for possibilities breaks down perceived barriers
• Inquisitive: leverages the skills of questioning resolve gaps in information makes informed choices and leverages experts

Required Education and/or Experience

• Bachelor Degree from an accredited college or university is required (Science Finance or Engineering all preferred)
• Masters Degrees will be considered (MBA preferred)
• 510 years of Sales experience
• Experience developing and executing large account strategies